| Course Overview | This programme is designed for those involved in negotiation. It emphasises the importance of commitment to WIN/WIN and introduces techniques and strategies for achieving this. It also focuses on the particular communication skills required for effective negotiation and it explores ways of achieving satisfactory outcomes. The programme is both instructional and participatory, with the use of exercise, role plays and case studies. |
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| Designed For | Anybody who needs effective negotiation skills. |
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| Key Subject Areas |
- Developing an Effective Negotiation Profile
- The Negotiation Process
- Preparation for Negotiation
- Clarifying Objectives and Priorities
- Creating a Positive Negotiating Meeting
- Listening and Questioning to Define Issues and Identify Needs
- Proposing, Bargaining and Reaching Agreement
- Dealing with Difficult Negotiations
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| Learning Outcomes | On completion of this programme, you will be able to:
- use WIN/WIN negotiating techniques
- choose effective strategies for each negotiation situation
- prepare and present an appropriate negotiation package
- use effective communication techniques for negotiating
- recognise the tactics of others and counteract them effectively
- conclude an agreement which satisfies both parties.
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